Director of Sales, Health plan

Location: Remote (United States)
About Annova Solutions :
Annova Solutions partners with Medicare Advantage and ACA health plans to improve Risk Adjustment and Quality Improvement performance. We deliver retrospective, concurrent, and prospective coding, medical record retrieval, HCC capture, and HEDIS abstraction services that help health plans close coding gaps, improve quality outcomes, and maximize performance on HEDIS and CMS Star Ratings.
We're a services-led organization—not a software platform. Our operational teams adapt to each health plan's workflows, providing scalable, high-quality delivery that evolves alongside our clients' needs.
We're seeking a Director of Health Plan Sales to lead outbound business development and full-cycle sales into health plan organizations. This is a hands-on individual contributor role focused on building strategic relationships with payer executives and driving new business growth.
About the Role
As Director of Health Plan Sales, you'll own the complete sales cycle—from prospecting through contract execution. You'll build pipeline through thoughtful, multi-channel outreach, lead consultative discovery conversations, and collaborate with delivery leadership to develop customized solutions and pricing.
Success in this role requires a strong understanding of the operational priorities of Risk Adjustment and Quality Improvement teams and the ability to engage buyers at the right time within the payer regulatory and business calendar.
What You'll Do
Own the full sales cycle from cold outreach through signed contract.
Build and manage target account lists across Medicare Advantage and ACA health plans, including national payers, regional Blues, and provider-sponsored health plans.
Execute outbound prospecting through LinkedIn, email, and phone using personalized messaging tailored to each prospect's business priorities, vendor landscape, and operational challenges.
Establish thought leadership by consistently sharing relevant insights with the payer community on LinkedIn.
Develop relationships with VP- and Director-level leaders across Risk Adjustment, Quality Improvement, Stars, and Chief Medical Officers.
Lead discovery conversations that uncover opportunities related to:
Coding gap closure
Medical record retrieval
HEDIS abstraction
Stars performance
Supplemental data strategies
Vendor effectiveness
Align prospecting efforts with key payer milestones, including CMS timelines, Stars releases, HEDIS reporting, earnings announcements, and leadership changes.
Partner with delivery leadership to develop solution scope, pricing, and client proposals.
Represent Annova Solutions at industry conferences through strategic pre-event outreach and disciplined post-event follow-up.
Maintain accurate CRM data, including activities, pipeline, forecasts, and account intelligence.
Consistently achieve and exceed quarterly pipeline generation and revenue targets.
What We're Looking For
Required Qualifications
5–7 years of B2B sales experience, including at least 3 years selling directly to health plans.
Demonstrated success managing full-cycle, quota-carrying sales as an individual contributor.
Strong operational understanding of Risk Adjustment and Quality Improvement within Medicare Advantage and ACA health plans.
Working knowledge of:
Risk Adjustment
HCC coding
Medical record retrieval
HEDIS abstraction
CMS Star Ratings
Experience conducting executive-level discovery and positioning consultative solutions.
Excellent written communication skills with the ability to create highly personalized outbound messaging.
Proven resilience and consistency in outbound prospecting.
Experience using CRM platforms such as Salesforce, HubSpot, or similar.
Ability to engage healthcare payer executives as a trusted business partner.
Active LinkedIn presence with experience creating content for the healthcare payer audience.
Preferred Qualifications
Experience working for a Risk Adjustment, Quality Improvement, or healthcare services vendor.
Previous experience within a health plan's Risk Adjustment or Quality Improvement organization.
Proficiency with Apollo, ZoomInfo, LinkedIn Sales Navigator, and modern sales engagement platforms.
Familiarity with offshore or hybrid delivery models and how to position them effectively to healthcare payers.
What Success Looks Like in Your First Year
Build a segmented target account strategy aligned with Annova Solutions' priority payer markets.
Develop a repeatable outbound prospecting process that consistently converts prospects into qualified meetings, opportunities, and closed business.
Establish a credible LinkedIn presence that generates meaningful inbound engagement alongside outbound efforts.
Demonstrate strong payer market expertise by briefing leadership on target accounts before customer meetings.
Meet and exceed quarterly pipeline generation and closed revenue goals.
Compensation
Competitive base salary commensurate with experience, plus performance-based commission tied to qualified pipeline generation, closed-won revenue, and successful customer onboarding.
Total target compensation will be discussed during the interview process.
Why Join Annova Solutions?
At Annova Solutions, you'll work with experienced healthcare operations leaders to help health plans improve clinical documentation, coding accuracy, quality performance, and regulatory outcomes. You'll have the opportunity to shape strategic client relationships, influence growth, and make a measurable impact in one of healthcare's fastest-growing markets.
Equal Employment Opportunity
Annova Solutions is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive workplace for all employees. Employment decisions are based on qualifications, merit, business needs, and individual capability without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other status protected by applicable law.

Work arrangement
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